Sales Representative Distribution Italy & Iberia

Job Purpose

The purpose of this role is to ensure that adequate resources and capability (people and processes) reside within the business to deliver on the financial and non financial targets by managing business relationships with customers / accounts (current customers and new prospects) especially strategic customers in own portfolio and by providing expert knowledge and input for the particular market segment on cluster and regional level. 

Key Activities & Responsibilities

• Support roll-out segment sales programs (including sales process-related knowledge and tools) and implement corporate projects such as CRM and IBP.
• Support sales team in the particular segment in sales calls and customer meetings, as required.
• Develop and execute sales tactics and plans for the particular segment in the cluster and deliver budget volume, revenue and margin KPIs for own portfolio and respective segment in the cluster.
• Provides input in developing the market segment sales strategy on regional level.
• Identify significant business opportunities, pinpoint existing and/or potential problem areas 
• Be a focal point for market information, expertise and analytics for the market segment in the cluster.
• Create and execute Account/Customer plans aligned with Regional / Global Segment & Marketing plan if applicable
• Develop relevant Commercial pipeline for respective accounts
• Deliver the agreed financial and non-financial targets in line with business budgets
• Drive innovation through customers
• Develop and maintain contact map within each account – at all reporting level and across all functions
• Drive Continuous Improvement across the organization to generate value to customers – Forecast, Service, capability, efficiency and productivity
• Collaborate with cross functional teams including relevant teams at the key accounts to prioritize new developments and make plans for trials
• Provide support and leadership to sales, customer services and technical teams by showing vision, putting in resources to ensure high service levels and operational efficiency
• Promote and drive new business projects with key accounts to grow sales and steer business / sales into our customers.
• Nurture and grow sub suppliers of key accounts to grow business by gaining share of wallet in suppliers
• Drive charging for services initiative to meet budget expectations
   

Job Requirements

Knowledge & Skills – preferred but not essential

• Knowledge & Work Experience – Marine/Protective Coatings or Paints and coatings industry, any B2B industry environment.
• 3-8 years of work experience in commercial roles, sales and key account management, sales to strategic accounts
• Minimum Bachelor Degree in business management or related field

Skills

• Problem solving
• stakeholder management
• project management
• decision making
• creating value propositions
• results orientation
• communication and presentation
• commercial and business acumen
• basic understanding of cross functional processes and financial concepts related to sales and cost to serve internal/external networking and relationships building
• delivering business strategy through tactical account plans
• team influence without line management authority
• Language Italian mother tongue 
• English fluent, Spanish required